The Foolishness of Fear

For some people, the telephone is the scariest thing in the haunted house.

In sales, we often encounter irrational fear. We may not want to pick up the phone to make calls because we are afraid of what they might say. Our fear may prevent us from coming right out and asking for an appointment. We might be afraid to drop into a business to make a first contact. On an appointment, our fear might prevent us from asking for the sale.

When you work in sales, and if you are an entrepreneur you work in sales, you have to do a lot of scary things. You have a scary job.

But do you really?

Have you ever seen one of those signs that says “Confined space. Permit required.” That’s because the space inside is claustrophobically small. It might just wide enough for a person to enter. Somebody gets that permit and goes into that space. That’s a scary job.

Image result for confined space sign
The people who hold those permits are probably unimpressed by how scary it is for you to make a phone call.

Firefighters have to run into burning buildings. As I write this, there are a series of deadly wildfires raging in California. There are firefighters who have to go out into the burning forests and get right up next to fires the size of towns, in which a sudden shift of the wind could engulf them in flames. That’s a scary job.

Police officers I have spoken to have told me that the scariest kind of call is not an armed standoff, not a gang issue, not a bank robbery, but a domestic situation. With an ordinary criminal, they are making rational judgements. They can be negotiated with. In a domestic situation, emotions are high and reason is out the window. Alcohol or drugs might be involved. There could be children in danger. The perpetrator may feel that they’re at the end of the road with nothing to lose. A police officer is expected to assess the situation, find the perfect answer, and do it all on the fly. That is a scary job.

Soldiers may find themselves going into a place where an enemy is actively trying to kill them with guns, missiles, or even bombs disguised as anything from piles of trash to baby carriages. That is a scary job.

This man would be unimpressed by your challenges walking into an office and asking for the owner.

Where were we before I went on this little soliloquy? Right, we were talking about how scary it can be to pick up a phone, to walk into a business, or to ask a fellow professional business owner to make a deal. Still think your job is scary?

Yet, it’s in our head. Foolish and absurd as it is, some of us are afraid to pick up a phone to set an appointment. How do we overcome that? Perspective and action. Perspective to realize that we’re not running into burning buildings or facing IEDs. Action to just get started. Pick up the phone and start dialing. Set your feet moving towards the door. Push the words out of your mouth to ask one more time for the sale.

If you are selling a quality product that is good for the consumer, you owe it to them to overcome your fear and help them make the right decision. Don’t let your irrational fear cause them to miss out on something good.


Sometimes all it takes to overcome your fears can be a little support and help in getting your head right. If you need that in your business, my Common Sense Coaching program may be right for you.

Michael Whitehouse is a connector in Southeast Connecticut. He is a publisher and market manager for Best Version Media.

You’ve Got Time

26 year old Michael Whitehouse. 14 years later, I'd be almost 40 year old Michael Whitehouse.
A 26 year old Michael Whitehouse running a small Western Massachusetts convention called Pi-Con.

When I was in my 20s, I had an urgent sense that time was running out. 30 was coming, and I better have some accomplishments by then. The sense of overwhelming urgency led me to throw hail marys rather than planning and following a process.

As I approached 30, my first business had failed, and I felt that I was running out of time. Around this time, I had the good fortune to be the guest handler for Terrance Zdunich at a convention I worked for. Zdunich had created a cult hit called Repo: The Genetic Opera, which is why he was a guest at the event.

During the course of the weekend, I mentioned to him that I was approaching 30 and felt I had nothing to show for it.

“Michael,” he said, “when I was your age, I had never ever thought of Repo.”

These words changed my life. Here I was, talking to man who had achieved some considerable success in his field, telling me that he was older than I was at the time when he even started down the road to the success I now saw.

Time wasn’t running out. The clock hadn’t even started.

Approaching 40

In my 20s, when I spoke to Terrance, I felt like I was on the runway, but not getting enough speed to take off. Turns out that I wasn’t on the runway. I wasn’t even on the taxi way. I was still at the terminal, fuel being pumped into the plane.

My 20s was a time to learn hard lessons, develop skills, accumulate experience. My 30s was the time to refine the knowledge of my 20s into actionable information.

I moved to Eastern Connecticut at 34. I wrote Guy Who Knows A Guy at 37. Next year, I’ll be 40.

As I approach 40, I realize that, God willing, I still have more years in front of me than behind me, but that these will be the best years. It took me about three and a half decades to learn what I needed to know to get started, and another half decade to get all my ducks moving in the right direction.

The next forty years is for seeing what comes of that. It may turn out that I don’t have the right ducks or they are moving in the wrong direction, but that’s all a matter of constant refinement, rather than the need for total overhaul.

Message for 20-somethings

If you are in your 20s, and you feel like you’re running out of time, this message is for you. Unless you have a terminal illness, you have plenty of time. You have time to try things. You have time to fail a few times.

Do something. Try something. Learn from it. Roll that knowledge back in and try something else. Some people hit it out of the park during their first adult decade, but most don’t. That’s okay. You’ve got time.

Tony Robbins is 59. That's a few years past 40.
Tony Robbins is 59. Imagine what his next 20 years is going to look like!

Message for those over 60

Some of you reading this may be older than 40 and thinking it’s cute that I’m talking as if 40 was old. Maybe you’re 60 or 70 or even 80 and thinking that, if you had as much time as I do, you might try something, but you’re out of time.

But are you really? My first business lasted for five years. The average American lifespan is about 78 years. If you’re 60, you could start and fail three of my five year businesses and have 3 years left afterwards.

What if you’re 70 or even 80? Why not try something? What do you have to lose?

I was recently speaking to local senior living facility about organizing an entrepreneurship program for their residents. Their residents are all retired and not worrying about their day to day bills like young entrepreneurs are. They can build a business that makes $5000/year and call it a success if that’s their goal.

At every stage in life, there are tradeoffs. At 39, I have less energy than I did at 22, but at 22 I lacked the knowledge and wisdom to make use of that energy. At 80, one might have other physical restrictions and possible lack the social resources they had at 40, but they would have a freedom that I don’t at 40. No kids to raise, finances already managed, etc.

If you’ve got a few miles on the odometer, I’ll leave you with one more thought. Purpose aids longevity.

George Burns on age
Source

Unfortunately, I cannot find the exact quote, but I recall hearing George Burns said once that he has to live past 100 because he had a contract with a Las Vegas casino to perform past his 100th birthday, and he wouldn’t want to breach the contract.

Some people are inclined at a certain point in life to give up and just pack it in. For some, that happens at 80, others 50. However, others keep on going right up until they get their final reassignment orders to the hereafter.

If someone is happy relaxing and reading the paper every day in retirement, more power to them. But, if they are lamenting the quiet and lack of excitement, there’s no reason not to get back into the game.

If you’re reading this, you’ve still got time, no matter your age. What are you doing with it?


Michael Whitehouse is an author, publisher, and consultant who is just starting to get it figured out. He plans to live to 140 because that’s how long he thinks he’ll need to really figure it out.

My Business Is At Capacity

Stop Wasting Time
Image by Gerd Altmann from Pixabay

Business owners sometimes tell me that they do not want to do any marketing because they are so busy that they cannot service all the clients that they have now.

For small businesses a who have only a few employees, this can be a really serious problem. Going from two to three or three to four employees can be quite a headache, especially when trying to find good people. If you are in this place, and you can’t hire a new person to expand, what can you do?

There is a natural limit to how much you can grow without increasing staffing, but there may be some things that you can do which will allow you to increase your revenues by better deploying the assets you have.

Let’s take a simple example. You are a consultant that clients will pay $100 per hour for your service. You have enough clients that you are working as many hours as you want to work and possibly more. As a consultant, you are selling your skills and knowledge, so it is very difficult to hire a second person who can help do what you do.

So, you’re stuck, right? Wrong.

While it may be impossible to hire someone who can do what you get paid $100 per hour for, you can hire someone to do the stuff you don’t get paid for.

Your time is worth $100 per hour. That means that if you have to take your car into the shop and it takes 2 hours, you lost $200 of potential revenue. Could you have hired someone for $40 to take your car to the shop and wait for it? You’d be up $160 on the transaction.

What else do you do that is not your most profitable activity? Cleaning? Errands? Administrative work? Bookkeeping? Answering the phone? Look at how you spend every hour in your week. What do you do which you could hire someone else to do for less than someone will pay you? Even if it would cost $50 per hour to get someone to take a particular task off your plate, you still net $50 in the deal.

Many of us don’t think of hiring someone to help with these kinds of tasks because that seems like the kind of thing that millionaires do. Of course, millionaires do that, but anyone whose time has a high value should be doing it. If your time is worth more than the cost to hire someone to take over a task, and the task is not core to your business, then hire out the task.


Do you not have enough hours in the week to capitalize on all the opportunities in your business? Contact Michael Whitehouse. He can analyze how you are deploying your resources and see if there are inefficiencies that you can take advantage of.

5 Reasons Why the College Admissions Scandal is Neither Surprising Nor Upsetting

There is a college admissions scandal, but it's not what you think.
There is a great scandal about higher education, but possibly not the on you’re thinking of.

A great college admissions scandal was discovered when it was revealed that wealthy and influential families were using bribes and faked test scores to get their kids into prestigious schools to which they were not entitled.

Here are five reasons why the college admissions scandal neither surprised nor upset me.

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Personal Anchors

A rock can be a powerful anchor.
In business and life, we can face many storms and waves that threaten to wash us away. Photo Credit

Our modern society is built on personal choice and freedom. The conventions and strictures that restricted and guided previous generations have fallen away. Social rules on everything from attire to dating to entrepreneurship have dissolved, leaving us with unprecedented opportunity, but also leaving us without guardrails and direction.

It can be exhausting to have to blaze every trail. This is why it is important to have an anchor.

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Social Media Snake Oil

Snake oil
Actual snake oil liniment will do as much for you business as some “social media experts.”

In the 19th century, snake oil salesmen would travel the country selling “miracle cures.” There is actually a traditional Chinese medicine made from snake oil which has some pain relieving properties, but the snake oil salesmen of America were not so particular in selecting compounds with actual curative properties. Why go to the trouble of finding the real thing when the story will sell the product for you?

Today we see the same thing in social media. Digital social media marketing can be incredible effective if done correctly. It can be a medium cost, high bandwidth method of communicating with existing and new customers.

Like snake oil, however, most people peddling “social media marketing” wouldn’t know effective marketing if it made 12-15 impression on their face. They trade on the fact that you don’t know it either, so they flim flam you with buzzwords and fancy graphics so you don’t realize that your money is completely wasted on them.

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SEO Strategy for Local Businesses

SEO doesn't get you over the finish line.
SEO gets you to the top of Google… with half a dozen other businesses that also do SEO. How do you get over the finish line to make them choose you over them?

Recently, a client asked me how branding, especially through community publications, would assist an SEO strategy. Internet marketing companies as a group are very good at convincing businesses that some form of SEO, SEM, social media, or some other kind of digital snake oil will magically transform their business. The fact remains that the fundamental principles of marketing will always apply, and these new strategies are only valuable in as far as they serve these principles.

Principle 1. People like do business with people that they know, like, and trust.

Principle 2. Customers have to be able to find your business when they need it.

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